Negotiating Lessons From the Browser Wars - Many negotiators focus too intently on the parties, interests and options that are immediately evident "at the table." The struggle involving Netscape, Microsoft and AOL over Internet browsers reveals why successful negotiators must take a much broader view both of "the other side" and of their own deeply held assumptions.
Year of publication: |
2002
|
---|---|
Authors: | Sebenius, James K. |
Published in: |
MIT sloan management review. - Cambridge, Mass : MIT, ISSN 1532-9194, ZDB-ID 2039388X. - Vol. 43.2002, 4, p. 43-52
|
Saved in:
Saved in favorites
Similar items by person
-
Sebenius, James K., (1980)
-
Cultural notes on Chinese negotiating behavior
Sebenius, James K., (2008)
-
Etiquette and process puzzles of negotiating business in China : a questionnaire
Sebenius, James K., (2008)
- More ...